Channel Business Management

Insight warns money will be wasted if IT remains an island

A disconnect between those in the technology department and the rest of the business will undermine digital transformation efforts, warns channel player Continue Reading

By

• Simon Quicke, Microscope Editor

Sophos opts for Arrow Electronics as first UK distributor

Security vendor looks to Arrow to help extend its reach and get to a greater number of channel partners Continue Reading

By

• Simon Quicke, Microscope Editor

Channel fuelling momentum at SonicWall

Security player SonicWall lifts lid on how 2020 went, with its increased support for managed services players helping to support growth Continue Reading

By

• Simon Quicke, Microscope Editor

Watt lands CEO award with backing of Softcat staff

Softcat leader picks up award that resulted from views expressed by the channel player’s own employees Continue Reading

By

• Simon Quicke, Microscope Editor

Is it time to say farewell to the three-tier approach?

The pandemic has prompted many channel players to pause and think about just how effective their current marketing model is Continue Reading

By

• Simon Quicke, Microscope Editor

Channel round-up: Who’s gone where?

It’s been another busy few days across the industry, with some senior movers and shakers taking up fresh challenges Continue Reading

By

• Anton Allegranza Quicke

Pure Storage looks to expand as-a-service reach

Storage firm’s channel boss indicates that distribution will be given an opportunity to support its as-a-service push Continue Reading

By

• Anton Allegranza Quicke

N-able looks to plug MSP marketing gaps

Firm launches marketing platform to provide managed service providers with access to a range of resources Continue Reading

By

• Simon Quicke, Microscope Editor

Veeam notes greater partner collaboration

Partners are increasingly working together across the vendor’s ecosystem to ensure they meet customer demands Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Jose Pena, Digital.ai

Jose Pena of Digital.ai shares his insight and experiences surrounding the channel in this latest five-minute interview Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: A hybrid working world

With hybrid working set to become the norm as the world starts to return to a more normal footing post-Covid, we look at how businesses are preparing for the new world of work. Also discover how to tackle the sustainability challenge, and have some key questions answered around handling bottlenecks caused by large volumes of data Continue Reading

Vonage channel boss talks UK channel growth

Cloud comms player has set its sights on growing its market share here and has backed that up with more support for the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Bytes shares first numbers since IPO

Channel player indicates that it has weathered the storm over its fiscal year and is set for growth Continue Reading

By

• Simon Quicke, Microscope Editor

Softcat heads for ‘above expectation’ year

Firm’s third-quarter trading update should please investors that are looking to the channel player to continue growth Continue Reading

By

• Simon Quicke, Microscope Editor

Datatec reveals impact of coronavirus on business strategy

Westcon and Logicalis owner has seen a ‘structural shift’ as the result of the changes accelerated by the coronavirus pandemic Continue Reading

By

• Simon Quicke, Microscope Editor

Things to consider before signing off on PR

Are you an MSP or channel partner looking for a good PR and/or content agency? Gina Hough, managing director at MCC Int Ltd, reckons it’s all about being prepared Continue Reading

By

• Gina Hough, MD at MCC Int

Fujitsu putting €3m into its channel programme

Vendor will use funds to support enhancements and increase rewards for partners that line up behind its strategic areas of focus Continue Reading

By

• Simon Quicke, Microscope Editor

Xerox highlights rising SME optimism

Firm shares insights from customers that seem to be keen to spend on automation and security and get support from the channel Continue Reading

By

• Simon Quicke, Microscope Editor

DCC reports revenue growth

Exertis parent shares financial results that reveal how the channel player has navigated through the pandemic Continue Reading

By

• Simon Quicke, Microscope Editor

Pure Storage ramps up focus on as-a-service offerings

Vendor Pure Storage uses its virtual event to outline a number of enhancements for its channel to take advantage of to discover new opportunities Continue Reading

By

• Simon Quicke, Microscope Editor

Ascertus and DataSolutions tap into growth areas

Channel players report growth in remote working and security solutions as customers reacted to the pandemic Continue Reading

NetApp reveals channel programme enhancements

Vendor NetApp starts to put the emphasis on specialisations and looks to make rewards available for a wide range of behaviours Continue Reading

By

• Simon Quicke, Microscope Editor

Workato builds a European channel

Automation specialist is investing in its platform infrastructure and expects that to translate to rising channel partner numbers Continue Reading

By

• Simon Quicke, Microscope Editor

Certifications and rewards the mix in Check Point’s channel

Security player provides more details of the recent enhancements to its partner programme Continue Reading

By

• Simon Quicke, Microscope Editor

Insight: It matters to be a great place to work

The managing director and head of HR reveal why getting recognised for being a good employer does make a difference Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Exploring digital metamorphosis

Digital transformation is the buzz phrase, but is it more a question of evolution? In this issue, experts weigh in on digitisation and its effect on the world of work. Also read about local broadband providers aiming to improve internet connection and productivity, and find out how to tackle sales in a post-pandemic landscape Continue Reading

The evolution of the channel partner: control the narrative to increase your sales

 Continue Reading

Genesys enhances channel support with Ascend programme

Comms player is putting experience as a service at the heart of its global partner efforts Continue Reading

By

• Simon Quicke, Microscope Editor

Softcat sets out ambitious sustainability targets

Channel player looks to mark itself out as a leader on the issue of sustainability, with carbon commitments and plans for the way it chooses those it works with Continue Reading

By

• Simon Quicke, Microscope Editor

Avast opens arms to channel partners

Security player is keen to expand its partner numbers and build on the momentum stirred by the signing of Westcoast earlier this year Continue Reading

By

• Simon Quicke, Microscope Editor

HP expands Amplify to cover retail channel

Vendor’s channel programme will expand to cover e-tailers and bricks-and-shop-front dealers from this summer Continue Reading

By

• Simon Quicke, Microscope Editor

Context: Distribution set for solid second quarter

Analysis of the market across Europe indicates that, if conditions are right, it could be a strong year-on-year performance in revenue growth Continue Reading

By

• Simon Quicke, Microscope Editor

Funding rounds being used to bolster channel plans

Vendors say they plan to use the finance raised through funding rounds to increase their partner networks Continue Reading

By

• Simon Quicke, Microscope Editor

BT Wholesale and Mitel roll out fresh partner programmes

Comms players look to crank up support for partners with formal offerings that emphasise competencies and customer experience Continue Reading

By

• Simon Quicke, Microscope Editor

Computacenter warns of exchange rate impact on profits

Weak dollar could undermine the numbers but overall, first-quarter trading update strikes a positive tone Continue Reading

By

• Simon Quicke, Microscope Editor

Check Point rolls out partner programme enhancements

Security player is increasing rewards for those that generate fresh orders and is giving a professional services certification for those looking to stand out in the market Continue Reading

By

• Simon Quicke, Microscope Editor

Red Hat CEO calls on partners to get behind hybrid cloud

Open source player is holding its Summit event, with the partner keynote session seeing CEO Paul Cormier promise more improvements for partners Continue Reading

By

• Simon Quicke, Microscope Editor

Schneider Electric hands channel managed power option

Vendor gives managed service providers the chance to add power into the mix as it kicks off fresh programme Continue Reading

By

• Simon Quicke, Microscope Editor

Agilitas IT Solutions: Optimism in the channel holding firm

The latest research from Agilitas IT Solutions reveals that many in the channel are feeling good about their prospects despite the coronavirus pandemic Continue Reading

By

• Simon Quicke, Microscope Editor

Palo Alto Networks emphasises channel specialisations

Security player has seen partners start to line up behind its certification programme in the weeks since it launched its revised channel programme Continue Reading

By

• Simon Quicke, Microscope Editor

Unit4 cheers channel momentum

Figures for the first quarter reveal that the ERP player has seen triple-digit growth in the value of contracts coming from partners Continue Reading

By

• Simon Quicke, Microscope Editor

Channel round-up: Who’s gone where?

Those with expertise across the channel in partner management and marketing have been in strong demand over the last week Continue Reading

By

• Simon Quicke, Microscope Editor

NEC, LogicMonitor and ImmuniWeb bolster channel numbers

Firms reveal progress made so far this year in bringing fresh partners on board as they widen their channel bases Continue Reading

By

• Simon Quicke, Microscope Editor

Ensono latest to be snapped up in investment drive across the channel

Firm becomes a target for investment just a matter of days after it dipped its own toes in the M&A waters Continue Reading

Five-minute interview: Steve Santini, Schneider Electric

In the latest five-minute interview, Steve Santini, channel director of APC by Schneider Electric, takes some time to field the questions Continue Reading

It’s time for the channel to stand up and be counted on sustainability

With e-waste volumes growing, Tim Westbrook, director at Stone Group, argues that now is the time for the channel to show how it can help to tackle the sustainability problem Continue Reading

By

• Tim Westbrook, Stone Group

Channel can ease hybrid working concerns

Avaya has linked the ability to enjoy hybrid working to employee happiness levels, but there is work to do in getting the IT fully in place Continue Reading

By

• Simon Quicke, Microscope Editor

Fifosys expands beyond London with Enforce Technology

Managed services player strikes acquisition that will give it more coverage of the UK market Continue Reading

By

• Simon Quicke, Microscope Editor

Fulcrum snaps up Pure Technology Group

Leeds-based IT services player is the latest in the channel to be a target for investment Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Chart course to Covid-19 recovery

Customers have had to react to changes caused by the pandemic, so what decisions have they made in the past year? In this issue, we explore how businesses have adapted to the new normal, different approaches to remote working, and take a look at the challenge of sustainability Continue Reading

Sustainability remains the real challenge of our times

 Continue Reading

The evolution of the channel partner: control the narrative to increase your sales

Johnny Carpenter, vice-president of EMEA sales at iland, shares some advice for partners looking to increase their sales in a post-pandemic world Continue Reading

By

• Johnny Carpenter, Iland

Unit4 reaches out to developers to support ERPx

Firm cuts the ribbon on its next-generation enterprise resource planning offering with a programme specifically designed to increase developer activity Continue Reading

By

• Simon Quicke, Microscope Editor

Digital transformation or digital evolution?

There is no doubt that customers are changing and moving to a more digital world – but perhaps this is better described as an evolution rather than a transformation? Continue Reading

By

• Billy MacInnes

Juniper prepared for market recovery

Networking player has made channel improvements to support partners as customers look set to increase spending to support further digital transformation Continue Reading

By

• Simon Quicke, Microscope Editor

Exertis joins GTDC ranks

Distributor becomes latest to join the global organisation that promotes the second tier of the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Another busy few days across the industry, with executives on the move as firms seek growth Continue Reading

By

• Simon Quicke, Microscope Editor

Cisco: Technology will play a role in hybrid working world

Firm shares research revealing the good and bad of working from home and what customers need to do to keep their staff happy in the future Continue Reading

By

• Simon Quicke, Microscope Editor

Arcserve and StorageCraft tie-up set to benefit channel partners

More technology to sell and a larger range of customers to pitch to should mean the firm’s merger will be a positive one for its channel partners Continue Reading

By

• Simon Quicke, Microscope Editor

Cisco launches partner apprenticeship programme

Vendor looks to help its channel get access to more talent and help the wider ecosystem develop a pipeline of digital skills Continue Reading

By

• Simon Quicke, Microscope Editor

BSL strategy accelerated by August

Private equity has given the business a chance to seal its first acquisition and look at taking more market share in an evolving market Continue Reading

By

• Simon Quicke, Microscope Editor

Bridewell Consulting attracts private equity backing

Cyber security firm plans to put the funds into bolstering its managed services and expanding the business globally Continue Reading

By

• Simon Quicke, Microscope Editor

Market growth strategy delivers for Softcat

Channel player’s first-half results make it clear that its strategy is continuing to generate the numbers Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Nick Offin, Dynabook

Dynabook’s Northern Europe division leader, Nick Offin, is the latest to share some personal insights Continue Reading

By

• Nick Offin, Dynabook Northern Europe

Tech Data merges with Synnex

Tie-up between Tech Data and Synnex would see a combined operation with more than $57bn revenues and a global reach Continue Reading

By

• Simon Quicke, Microscope Editor

Executives increasingly open to external guidance from experts

External expertise is something that is rising up the agenda for C-suite customers looking for thought leaders Continue Reading

By

• Simon Quicke, Microscope Editor

Sustainability remains the real challenge of our times

The coronavirus might have dominated a lot of the headlines, but climate change remains a real threat to mankind Continue Reading

By

• Billy MacInnes

Exclusive Networks charts a digital course

Distributor's CEO provides update on progress made last year and ambitions for the rest of 2021 Continue Reading

By

• Simon Quicke, Microscope Editor

How to address Covid-19 in the long run and maintain a healthy business

Christian Alvarez, senior vice-president of worldwide channels at Nutanix, shares his advice around adapting to the challenges posed by the coronavirus pandemic Continue Reading

By

• Christian Alvarez, Nutanix

Workplace from Facebook looking for more channel growth

Collaboration tools specialist has seen the channel increase its revenue and hopes an enhanced partner programme will entice more to get involved Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

It’s been another busy week in the personnel departments across the industry Continue Reading

By

• Simon Quicke, Microscope Editor

Offices won’t be full for some time to come

Channel will have a role in helping customers adjust to a hybrid working world, with many staff indicating they will continue to work from home Continue Reading

By

• Simon Quicke, Microscope Editor

Bryant taking channel on NetApp’s journey to cloud

The vendor’s recently appointed UK&I channel director, Denise Bryant, shares her immediate priorities as she looks to increase support for partners. Continue Reading

By

• Simon Quicke, Microscope Editor

Sabio moves for Salesforce partner makepositive

Customer experience specialist Sabio again turns to acquisition as a route to expanding its capabilities and market reach Continue Reading

By

• Simon Quicke, Microscope Editor

Channel round-up: Who’s gone where?

A Sophos EMEA channel appointment leads the list of personnel changes that have happened across the channel in the past week Continue Reading

By

• Simon Quicke, Microscope Editor

International Women’s Day: The need for diversity continues

Diversity in the channel has improved and Vivienne Francis, a senior channel executive at Motorola Solutions, is making sure that trend continues Continue Reading

By

• Simon Quicke, Microscope Editor

Cherwell signals expanding ITSM opportunity

Firm’s recent virtual Clear conference indicated that more customers were looking for employee development tools and no-code options Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: The 5G opportunity

Experts predict that 2021 is meant to be the year of 5G, but what does that mean for the channel? In this issue, discover what 5G technology could bring to the reseller community, learn about how smart buildings are influencing the way we live, and discover how remote working is shaping the way we work Continue Reading

Dell gives authorised partners the chance to stand out with RISE

Vendor ushers in EMEA programme to help partners work with distribution to earn more rewards Continue Reading

By

• Simon Quicke, Microscope Editor

Budget: SME Help to Grow scheme could foster further cloud adoption

The channel has focused in on the impact of the budget on the SME community with the chancellor of the exchequer looking to increase digital skills and technology adoption Continue Reading

By

• Simon Quicke, Microscope Editor

Node4 welcomes fresh backers, and Radius buys again

Fresh from an acquisition, MSP Node4 has attracted fresh backers, and Radius has sealed its eighth acquisition in the past two years Continue Reading

By

• Simon Quicke, Microscope Editor

Five-minute interview: Matt Nicholson, Trustwave

Matt Nicholson, EMEA channel manager at Trustwave, tells MicroScope about his early start in the channel but reveals he’s not a natural early riser Continue Reading

Channel roundup: Who's gone where?

Until the robots take over, the best chance of gaining growth is to reach out to an experienced and skilled person. More across the industry have done just that in the past week Continue Reading

By

• Simon Quicke, Microscope Editor

SAP looking for ambitious channel growth

Vendor keen to ramp up revenues from partners over the next few years as it takes steps to increase support for the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Trustwave holds out a helping hand to security starters

Security players referral programme will help those without security skills to still provide support for their customers Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Another busy week in the world of channel recruitment, with security personnel changes emerging as one of the themes of the past seven days Continue Reading

By

• Simon Quicke, Microscope Editor

Nuvias Group adds to sense of a positive year ahead

Distributor Nuvias Group shares channel research that reveals many are expecting decent growth in 2021 Continue Reading

By

• Simon Quicke, Microscope Editor

Channel is key to supporting CyberGRX UK ambitions

Risk assessment specialist says partners will play a crucial role in its development in the market Continue Reading

By

• Simon Quicke, Microscope Editor

Is virtual learning the future of work?

The way we all consume learning has changed significantly over the past year thanks to Covid-19, and it might never quite be the same again Continue Reading

By

• Andrew Richardson, Mediaworks

Channel roundup: Who’s gone where?

Those seeking growth and a chance to breathe some fresh life into their channel relationships have been recruiting over the past week Continue Reading

By

• Simon Quicke, Microscope Editor

Smart buildings: Shaping how we live and work in 2021

Changes are coming in the way that people work, says Matthew Margetts, director of sales and marketing at Smarter Technologies Continue Reading

By

• Matthew Margetts

Northamber looks to build on H1 2020

Distributor issues an update detailing how it fared in the last six months of 2020, with coronavirus and Brexit both having an impact on the business Continue Reading

By

• Simon Quicke, Microscope Editor

Microsoft encourages more co-sell in programme updates

Vendor is keen to unify its programmes and put more partners in front of each other and customers Continue Reading

By

• Simon Quicke, Microscope Editor

Vendors court managed service community with enhancements and programmes

Schneider, Datto, Secureworks, Group-IB and SecureDrives have all made moves to reach out to a wider channel base Continue Reading

By

• Simon Quicke, Microscope Editor

Trend Micro makes Softcat its first UK platinum partner

Security player has deemed that the time is right to unveil its first highest-tiered partner in the country Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who’s gone where?

It has been a busy last seven days across the industry on the recruitment and promotion front Continue Reading

By

• Simon Quicke, Microscope Editor

Service providers should ask more questions

Nick Booth catches up with Barracuda and hears how it wants its channel to ask much more about the everyday stuff of life Continue Reading

By

• Nick Booth

DXC Technology staying on turnaround course

Days after the firm rebuffed the Atos takeover approach, DXC Technology shares Q3 numbers Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope – February 2021: The forecast on channel security

MicroScope asks experts to share their opinions on what lies ahead for the channel in the security market, along with their predictions for what upcoming threats to expect. Also read about how the managed service community helped to keep SMEs afloat during Covid-19, and how to arm the business with the best IAM tools for remote working Continue Reading

After finance, digital marketing is a key demand

The channel has reached out to vendors for digital marketing support with Dell sharing some of the progress it has made on that front Continue Reading

By

• Simon Quicke, Microscope Editor